Coaching Beyond the Dashboard: How to Manage People, Not Robots

Many SDR leaders are promoted into management because they were high-performing reps, but they often lack the formal experience required for people management. While technical tasks—like tracking call volumes, email metrics, and AI tool usage—are easy to manage, the soft skills of leadership are where most new managers struggle. This session focuses on the human element of sales leadership. Bruce brings expertise in coaching reps on mindset, motivation, and positive mental attitude (PMA). The goal is to give managers practical frameworks for handling difficult human situations that cannot be solved by simply increasing activity targets.